Sales Representative

John W. Denman III

**** ******* **** ( Signal Mountain, TN 37377 (Chattanooga Area) (

901-***-**** ( abh266@r.postjobfree.com

Senior Sales Leader

Emphasis in Strategic Sales Solutions, Revenue Growth

and Channel Management

15 years of progressive sales experience within highly competitive

industries and complex business models. Offers a superior track record, and

is a consistent top performer throughout multiple positions with

demonstrated exponential growth.

Recognized for exceptional account management strategies, dedication to

clients and willingness to go above and beyond requirements. Innate ability

to facilitate long term partnerships based on trust and honesty. Capable of

acquiring new business in virgin territory with no pipeline as well as

managing existing business.

Maintains an overall 'driver' personality profile, and acknowledged for

integrity of leadership, sound judgment and effectiveness. Thrives in

challenging environments, and maintains a standard of excellence at all

times.

. Value-Added Selling

. Volume Selling

. Channel Conflict / Management

. Contract Negotiation / Execution

. Competitive Analysis

. Presentation Design and Delivery

. Relationship / Rapport Management

. Key Account and Territory Management

. Needs Analysis

. Product Placement

Professional Overview

MCPHERSON OIL COMPANY, RENEW DIVISION ( East TN, North AL, and North GA

April 2012-August 2014

Sales Consultant

Provide sales of renewable "Go Green" industrial lubricants to include

cylinder manufacturers, plastic injection molding plants, sawmills, lumber

manufacturers, etc. Interacts daily with the Production Coordinator,

Shipping Manager, and Customer Base to ensure accurate orders and order

delivery, while exploring lateral expansion within existing accounts.

Utilizes CRM daily to manage workflow and leads.

. Opened 20 new accounts in 100% new territory with no base business or

down line.

. Currently generating $250k in annual gross profit.

ITW - SIGNODE CORPORATION ( Chattanooga & Memphis, TN

1999 - 2012

Distribution Regional Manager

2010 - 2012

Independently managed second-largest territory (revenue based) spanning TN,

VA, NC, SC, GA, AL, MS and FL. Trained distributors on new products.

Managed channel conflict, price change resistance, new product

introductions and pull through selling. Managed both operating income and

profit quota.

. Internally recruited to position based on superior performance and

revenue generation as a Senior Industry Specialist.

. Attained 113% of plan to quota for Operating Income in 2010 at $8.9M

in sales.

. Grew revenue by 4.3% in 2011, for sales of $9.3M.

. Projected territory to be worth $10M over the next 2 years.

Senior Industry Specialist

2003 - 2010

Managed a territory with $5.5M in average annual sales, spanning Southern

states from TX to TN. Customer base comprised primarily of national

account, integrated manufacturers and wholly owned independent businesses.

. Ranked in the top third for capital equipment sales and consumables

from 2004-2009, averaging $960,475 in equipment and $4,640,726

in consumables annual sales. Managed the largest dollar volume

territory in the division during this time period.

. Increased consumables' market share by 14% in assigned territory

during tenure.

. Achieved "Gold Seal" award in 2004, 2005, 2006 and 2007 representing

exceeding quota by more than 100%.

John W. Denman III

Page 2

Industry Specialist

1999 - 2003

Utilized prospecting techniques to call on management for new business,

while continually working to strengthen and maximize existing relationships

utilizing value-added and solution selling techniques. Provided customers

with necessary information for their decision making including equipment

application reviews, product usage analysis and quantified results on

recommendations.

. Achieved "Gold Seal" award in 2001 and 2003, representing exceeding

quota by more than 100%.

. Maximized productivity through coordinating and managing efforts

between service engineers, sales personnel and external OEM automation

programmers.

EARLY CAREER SUMMARY

INTERNATIONAL PAPER [Box USA] . Sales Representative . Memphis, TN

1998 - 1999

WOOLF-HARRIS, INC. . Manufacturer's Representative . Memphis, TN

1996 - 1998

Highlights of Early Career:

. Acquired 3 new accounts within only 6 months of employment, and

increased YTD total purchase dollars by 10% within two key accounts at

a corrugated box manufacturer [International paper].

. Represented major brands including Delta Faucets, Aqua Glass and

Charlotte Pipe throughout West Tennessee and North Mississippi, and

penetrated market presence through participation in home expo shows,

trade shows, wholesaler counter days and store openings [Woolf-

Harris].

Education

Master of Arts ( Marketing ( University of Alabama - Tuscaloosa, AL

1994

Bachelor of Science ( Commerce and Business Administration ( University of

Alabama - Tuscaloosa, AL 1992

Computer Application Skills

Adobe, CRM Systems, E-mail Applications, Microsoft Office [Excel,

PowerPoint, Word], Mobile Software / Smart Phones [Android, Blackberry,

iPhone], Windows Operating Systems

[pic]

Contact this candidate